Specialised Sales Representative

Purpose of Role

• Build unrivalled customer partnerships by being customer centric.  Move brandhouse closer to our customers through regular communication­­
• Effectively manage and develop high end designated outlets in order to deliver the volume and full service package as outlined in the Commercial Plan
• Support the delivery of sales volume through identifying and selling in on incremental sales opportunities
• Placement of orders ex production and Hub

Dimensions:
Average call frequency:

• Minimum  300  calls handled per week
• Minimum  60% conversion rate

Top Accountabilities
Commercial success:

• Maintain and develop business with existing Key Account and Rig ordering customers
• Rated as #1 supplier by our customers
• Realize business performance objectives

Key Performance Indicators:

• Ensure that service standards are met in terms quality assurance, adherence to business processes and attainment of productivity targets.
• Meet KPI qualifiers and standards
• Ensure 100% database accuracy
• 80% of execution is against 100% of documented SOP
• Deliver NSV and volume target (LE) against Rig customer base
• Deliver against gifting volume expectations
• Rigs, JABS and Gifting deliverables met

Customer service:

• Customers serviced per daily call schedules.  Order ratio achieved and maintained
• Offer Total Service Package (TSP), on time, in full with no errors (ONIFNE)
• Telephone Service Levels maintained at 90%+.
• Log and resolve all queries through the appropriate channels within specified SLA’s

Qualifications, Experience, Attributes and Knowledge Required
QUALIFICATIONS

• Two year National Higher Diploma

EXPERIENCE

• 2 - 3 years sales and trade experience within the Liquor or similar Industry

ATTRIBUTES

• Candidate MUST display high levels of energy, confidence and zeal
• Actively looks to improve business and business performance
• Constantly seeks to push boundaries, exploring both conventional and unconventional ways of working
• Logical thinker, detail oriented, with the ability to develop and introduce new and/or enhanced concepts and designs.
• Must demonstrate self-leadership capabilities. Must possess strong interpersonal skills, be comfortable presenting, a strong team player & capable of leading a peer team.
• Experienced/Mastery of PC skills in MS Office (spreadsheet, database management) and experienced level of use of general system software.   SAP experience is preferred.
• High cognitive function, with strong business acumen and a willingness to challenge conventional structures and processes
• Dynamic, enthusiastic approach to business and business life

KNOWLEDGE

• Strong knowledge of both internal and external influences within the liquor industry
• Firm understanding of retail trade dynamics
• Business processes, concept development, implementation and evaluation.
• Strong customer orientation, market research literacy.

Barriers to Success in Role

• Lack of Cultural awareness / sensibility

• Inability to grasp complexity of market (multiple channels, languages, cultural differences, norms and practices)
• Lack of personal drive and commitment

• Inability to influence people across all the levels in the organization
• Inability to juggle multiple priorities and work to a series of tight deadlines
• Lack of technology literacy and interest
• Lack of analytical and problem solving ability
• Inability to work and succeed under pressure
• Inability to demonstrate living the brandhouse values

Specialised Sales Representative